I've been here a year.
We're in a small town and the realtors when we were looking paid tickets to ride Mr. Rodger's trolly and tried to sell us like there was a prince living next door and housing values were in imagination-land.
Once the loan was approved we asked them to drop 40k and they gave up 30k.
It's a pretty simple negotiation: if they know you need it they bend you over. If you don't and qualify for much higher than the list price they bend over and tickle your balls to sell...